Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"?

I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity.

I am sure that you have heard many of these. I used to carry the title of Account Executive. Nice title, but it's meaningless. "Executive" in charge of what? The empire of my mind?

Business Development is another one: "we don't sell... we develop business". Gee, creating business where there previously was none... sure sounds like sales to me.

Here's my new favorite I heard just recently. A major aerospace firm that sells their services to the government calls selling "capture". As in "capture" the contract. I don't know about you, but anytime I "capture" a contract I just made a "sale".

It's sad that society has shamed us into doing this.

We only perpetuate this shame when we lack pride in the title of salesman.

Continue holding this shame, this guilt, this lack of pride, and one's confidence plummets (and you know just how vital confidence is to performing successfully in sales).

If you have ever noticed thoughts like this taking root in your mind, here are two things you can do about it.

#1 - Sell something that you believe in.

This one is so simple, but not enough people do it. If you believe in what you are selling, then you will be confident that you provide value. It is vital that you believe that what you sell helps or benefits others. Most of us know this one, but sometimes we need reminding.

#2 - Recognize Your Value as a Salesperson

When you know your product, your company, and your industry, you offer value to your prospects and customers. Your knowledge is your value. You have specialized knowledge about what you sell that often your customer does not have.

Perhaps you are "just an account executive", and are more of a generalist in terms of your product and industry knowledge. You still offer tremendous value if you have access to people in your company who function as sales support specialists - engineers, consultants, product managers, etc. Your value is as a resource broker.

Although you will occasionally encounter customers who know more than you or your specialists, you and your team know more than 95% of the customers you will meet.

Here's the important lesson. A prospect gets value simply from interacting with you, whether or not they ever buy anything from you.

Yes, that's right. The act of selling alone is valuable to a prospect, regardless of whether or not the outcome is a sale.

Why is this true? When you know what you sell well, then you know how it helps people. When you use good persuasive questioning techniques, you help your prospect to discover problems, shortcomings, and solutions. Helping someone to find the solution to a problem is helping to solve that problem.

Many prospects just take it for granted that it is our job to give them the info that they want. This is a job that you and I choose to do. And we have a choice as to who we want to sell to. We don't sell to someone because we must. We sell to someone because we have something to gain from making the sale.

So there is trade going on here. Customers can make us money, and we can solve a customer's problems. A value for value exchange is taking place *during* the sales process.

When we push things on people that are unwanted, we are just peddlers. When we help people to find and solve problems, then we are providing value.

We are not empty suits. We are not just a peddlers. We are salespeople. Be proud of it.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:

Amazon, Flipkart festival sales violate FDI norms: CAIT  LivemintNew Delhi: Reiterating its demand for ban on festival sales by Amazon and Flipkart, the Confederation of All India Traders (CAIT) on Tuesday said that the two ...
Demand for anti-infectives aside, pharma sales are under pressure  LivemintDomestic revenues rose 9.4% last month, primarily driven by the malaria and anti-infective segments.Sales of anti-infective drugs grew 11.3% in value terms, ...
How to build a strong sales team with a tight startup budget  YourStoryOne of the many reasons startups fail is due to the poor quality of their sales teams. Most tech entrepreneurs have an engineering background, and thus lack the ...
Handmaid's sales: Margaret Atwood's The Testaments is immediate hit  The GuardianNovelist's return to the dystopia of Gilead sold more than 100000 copies in hardback in its first week on sale in the UK.
Juul Sales Stopped In China Just Days After Launch  ForbesTopline: As Juul pushes for international expansion while facing crackdowns in the U.S., its products were removed from two Chinese e-commerce sites just ...
Black Friday 2019: Deals, Ads, Date, Predictions, Sales We Want  Laptop MagLet's face it, Black Friday 2019 and Cyber Monday 2019 will be here before you know it. In fact, we're just two holidays away from the biggest shopping event of ...
Liz Truss should resign over illegal Saudi arms sales, say MPs  The GuardianThe international trade secretary, Liz Truss, is facing calls to resign after admitting the government breached a court order banning the sale of weapons to Saudi ...
Home sales on crash course in Kolkata  Times of IndiaSales of homes in Kolkata have slumped by 20%-25% in the past three months, sending jitters through the industry with insiders claiming the situation.
Jeep Inaugurates New Sales and Service Facility in Siliguri  News18With this new facility, FCA now has 85 sales and *service* outlets across India in 72 towns and cities.
This Missing Feature Could Dent Apple's iPhone 11 Sales  Motley FoolThe latest Apple (NASDAQ:AAPL) iPhones have arrived. The Cupertino giant claims they're faster than before, thanks to the A13 Bionic processor; will last ...
Amid executive turnover, BuzzFeed refocuses its sales strategy  DigidayBuzzFeed CEO Jonah Peretti has been talking about revenue diversification and balance for years. Following his company's latest executive departure, the ...
Fanatics hires Nike exec as CFO; business is targeting over $2.5 billion in sales this year  CNBCFanatics has hired Nike's corporate audit and chief risk officer, Michener Chandlee, who's been with the athletic apparel giant for more than a decade, ...
Opioid sales fuel Purdue Pharma settlement as critics scream 'blood money'  Fox NewsThe tentative multibillion-dollar settlement with OxyContin maker Purdue Pharma would raise money to help clean up the opioid mess by ... selling more ...
No impact on sales due to slowdown: Amazon India  Moneycontrol.comExuding confidence about its India operations, Amazon said that there has been no impact of slowdown on its sales. Amazon India on September 16 announced ...
Holiday retail sales could climb 5% despite 'unprecedented uncertainty'  CNBCRetailers could be in for a jolly jump in sales this holiday season, despite headwinds like the U.S.-China trade war and the threat of another economic slowdown.
Daniel Jones jersey sales skyrocket with Eli Manning benching  New York Post Just hours after taking the baton from Eli Manning, newly-minted Giants quarterback Daniel Jones is now the owner of the hottest jersey in the NFL.
Gun Sales Soared in August: Has the Recovery Finally Arrived?  Motley FoolAs talk of gun control increased among presidential candidates in the wake of several shootings, the number of criminal background checks on potential gun ...
Amid a sharp auto slowdown, small towns drive up sales of used cars  LivemintSales of used cars are estimated to rise to as many as 4.4 million units this fiscal from 4 million in the previous fiscal.Car resellers expect the surge in sales of ...
Despite sharp slowdown, small towns drive up sales of used cars  MoneycontrolIndia's used car market is booming at a time when the domestic automotive industry is battling one of its worst sales slump. The demand in used cars is being ...
Russian comics get sales boost after culture minister calls them 'pathetic'  The GuardianVladimir Medinsky's comments have sparked backlash from fans and boosted sales, according to one Russian publisher.
Mahindra September 2019 Sales Analysis – XUV500, XUV300, Bolero, Scorpio  GaadiWaadi.comMahindra registered a total of 13147 units in August 2019 against 18037 units with YoY sales drop of 27 per cent.
The Cars' Music Sales Increase 2,662% After Ric Ocasek's Death  BillboardSales of The Cars' catalog of albums and songs surged by 2662% in the wake of the Sept. 15 death of the band's leader, Ric Ocasek.
Hyundai Venue sales helps brand gain UV market share  Autocar IndiaHyundai posted a 7.14 percent gain in the UV market on the back of strong demand for the Venue compact SUV. Click for more.
Early iPhone 11 sales reports confirm the obvious: It’s the price, stupid  VentureBeatLower prices and aggressive promotions appear to be helping the iPhone 11's sales during what might otherwise have been a tough holiday season.
West Elm and 6 Other Home Decor Sales We’re Excited About The Week of September 16  Architectural DigestThe best home decor sales from West Elm, Anthropologie, Walmart, and more this week.
Redmi K20 series tops 3 million sales, new K20 Pro Exclusive Edition coming September 19 - GSMArena.com news  GSMArena.comXiaomi's Redmi K20 and K20 Pro have reached another milestone, topping 3 million sales worldwide. Back in July Xiaomi celebrated the 1 million sales mark of ...
Top 10 scooter sales Aug 2019 - Honda Activa No 1, Hero Destini No 10  RushLaneHonda Activa continues to stay on top of the sales chart in the scooter segment. It has sold 4 times more than the 2nd place TVS Jupiter.
CAIT seeks ban on Amazon, Flipkart's festive season sales  MoneycontrolThe Confederation of All India Traders (CAIT) on September 13 asked the government to ban upcoming festive sales on Amazon India and its rival Flipkart.
Hyundai doesn't see fuel cell sales slowing in near future  CNETActual sales have outstripped Hyundai's initial forecasts for 2019.
Adobe Projects Slower Sales Growth for Marketing Products  BloombergAdobe Inc. gave a revenue forecast for the current period that fell short of Wall Street estimates, signaling slower sales growth for its newer marketing products.
Renault expects to buck sales downtrend with Triber  Autocar IndiaRenault India sees its volumes reviving in this challenging market on the back of the brand-new seven-seat Triber. Click for more details.
Climate change can help sales, says clothing retailer Kathmandu  Sydney Morning HeraldOutdoor apparel retailer Kathmandu says unexpected extreme weather events caused by climate change have boosted its sales, with the company posting a ...
Trump’s New Mexico rally features bizarre pitch to Latino voters  Vox.comPresident Donald Trump did his best to appeal to Latinx voters during his rally on Monday evening in Rio Rancho, New Mexico. His “best,” however, was ...
Ban Amazon and Flipkart's festival sales, traders body urges govt  LivemintTraders body CAIT has written to the govt seeking a 'blanket ban' on festive season sales conducted by e-commerce giant Flipkart, its rival Amazon and others.
As Illinois prepares for recreational marijuana use, one city bans cannabis sales  KTVI Fox 2 St. LouisO'FALLON, IL – The day after a Metro East city council voted to ban recreational cannabis sales within city limits, a non-profit group met in that community to help ...
Chicago recreational marijuana sales will be banned downtown, Mayor Lightfoot says in proposed ordinance  WLS-TVChicago will not allow recreational marijuana sales downtown, according to the cannabis zoning ordinance Mayor Lori Lightfoot will propose Wednesday.
New Air India sale offer may keep working capital debt out  Economic TimesNEW DELHI: The government is likely to consider selling Air India in such a way that the acquirer does not have to take on its working capital debt, thus halving ...
'Borderlands 3' PC Sales Reveal An Important Truth About The Epic Games Store  ForbesWhen you look at the sales of 'Borderlands 3' on the Epic Games Store, it's hard to ignore an important truth.
Maruti Suzuki blames increase in ownership cost for declining car sales  Business StandardThis view comes in the backdrop of Finance Minister Nirmala Sitharaman's comment that a change in the ownership pattern of cars from owned vehicles to cab ...
Top 10 biz headlines: GST rate cut for Auto sector, Hyundai sales, and more  Business StandardAuto sector's rate-cut hopes fade as GST cess collection declines. Cess collection under the goods and services tax (GST) — to compensate the states for their ...
Sales tax growth continues in Jonesboro and Craighead County  talkbusiness.netYears of sales tax receipt growth in Craighead County and its seat, Jonesboro, continue through the month of August. Jonesboro collected $1.58 million in sales ...
Tractor sales free fall continue, see sharpest decline in August  ETAuto.comIn August 2019, tractor sales stood at 37, 050 units against 44390 units in the same month last year, according to the latest data by Tractors and Me..
Corning Cuts Sales Forecast as Demand Slows  Wall Street JournalSpecialty glassmaker Corning Inc. lowered its sales and volume expectations for materials found in TV sets and optical-communication cables, citing weaker ...
Biosimilars will leave a $10B gap in Roche's sales, but new drugs can more than fill it: exec  FiercePharmaRoche expects its newer drugs, led by multiple sclerosis therapy Ocrevus, will deliver CHF 16.3 billion in additional sales between 2018 and 2023. (Roche).
Cars In Demand: MG Hector Sales Numbers Double Of Mahindra XUV500 In August 2019  CarDekhoThe MG Hector single-handedly drove the segment growth when most cars witnessed a slump.
Absolute Carnage, Marvel Comics #1000, X-Men Dominate August 2019 Sales  CBR - Comic Book ResourcesAugust was almost all about Marvel Comics, as the publisher squeezed everyone not named Batman out of the Top Ten.
Xiaomi Mi Smart Band 4 launched in India, sales begin September 19 - GSMArena.com news  GSMArena.comChinese phone maker Xiaomi today launched the Mi Smart Band 4 in India. It's priced at INR2,299 ($32/€30) and you will be able to pick one from Mi.com, ...
Apple Watch sale at Walmart: the Apple Watch 4 gets a $100 price cut  TechRadarThe Apple Watch Series 4 is on sale at Walmart and gets a rare $100 price cut.
Festive Season Sales: Amazon Expands Furniture Category To Match Flipkart’s Pace  Inc42 MediaAmazon expans its furniture and furnishing category with over 1.6 Lakh products, sourced from smaller businesses for the festive season sale.
Austin-area home sales, median price set August records  Austin American-StatesmanAs the summer home-selling season came to a close, the number of houses sold and the median price of those sales hit all-time highs for any August on record, ...
A Decline in RV Sales Is Bad News for Trump  BloombergLast summer something strange started happening in the recreational-vehicle business. Even as President Donald Trump proclaimed “an economic turnaround ...
Singapore Halts Some Stomach Acid Drug Sales on Cancer Concern  BloombergSingapore health officials halted sales of some stomach acid drugs amid spreading concerns about the presence of a potential carcinogen in medications.
Nitin Bawankule appointed Head of Ad Sales at Star India  Exchange4MediaBawankule moves from Google Cloud India where he holds the post of Country Director.
HTC bets on former Orange executive to boost sales  BBC NewsTaiwan's mobile phone company moves away from its founders to appoint a former Orange executive.
East Peoria opens its doors for pot sales and personal use  Peoria Journal StarEAST PEORIA — Beginning Jan. 1, it will be legal with a state-issued license for a business to sell recreational marijuana in East Peoria.The City Council on ...
Bajaj Dominar price increased by Rs 10k - Sales decline to 927 in Aug 2019  RushLaneLaunched in April 2019, Bajaj has now announced the third price hike of Dominar 400. This is the highest price hike ever given to Bajaj Dominar.
New York state bans sales of flavored e-cigarettes  EngadgetNew York isn't waiting for the federal government to take action on teen vaping. Governor Andrew Cuomo has announced an "emergency executive action" that ...
Car sales down in August, overall sales up  Bangkok PostVehicle sales contracted in August for the third month in a row, largely on rejection of car loan applications under new guidelines, the Federation of Thai ...
Cognizant CEO wants sales hands to target top 300  Economic TimesMUMBAI: In a bid to stave off competition in digital services offerings, Cognizant CEO Brian Humphries has directed client-facing executives to increase sales to ...
The Morning After: New York state moves to ban sale of flavored e-cigarettes  EngadgetHey, good morning! Welcome to Monday morning! New York state is rushing to ban sales of flavored e-cigarettes, there are even more Pixel 4 leaks -- focused ...
9 Stocks Trading At The Steepest Discount To Sales  Yahoo FinanceTraditional value investors have historically focused much of their attention on PE ratio, a measure of how much investors are paying for each dollar of income a ...
Royal Enfield Classic, Thunderbird sales down, Bullet, Himalayan grow - Aug 2019  RushLaneRoyal Enfield Classic 350 has posted its lowest monthly sales in many years. Thunderbird sales also down. Bullet, Himalayan sales grow.
CannTrust's cannabis sales licence suspended by Health Canada - Article - BNN  BNNBloomberg.caCannTrust Holdings Inc.'s licence to produce and sell recreational and medical cannabis in Canada was suspended by federal regulators on Tuesday, the latest ...
Winchester split on ordinance to allow Sunday alcohol sales  WKYTIt was a full house at Winchester City Hall Tuesday night as the Board of Commissioners invited the public to voice their opinion on an ordinance allowing ...
Newmont’s Incoming CEO Says No ‘Fire Sale’ Coming for Assets  Yahoo Finance(Bloomberg) -- Newmont Goldcorp Corp. is ready to sit tight on asset sales, even if that means not reaching a previously announced goal of as much as $1.5 ...
Why General Mills' Sales Could Stay Muted in Q1  Market RealistGeneral Mills is set to announce its first-quarter results on Wednesday. This year, General Mills stock has risen 38.6% and outperformed broader markets.
D.C. bills would block e-cigarette sales without a prescription, ban flavored products  Washington PostD.C. lawmakers on Tuesday proposed sweeping measures to curb the rise of youth vaping, including a ban on flavored e-cigarettes and requiring a prescription ...
JLR’s China sales are up, but it’s too early to call recovery at Tata Motors  LivemintIt is too early to hope for a turnaround, amid continued turbulence in the automobile industry, globally.Weak sales and capacity utilization have been translating ...
Auto Sales Surge 1.8% in August, Spending Flat Ex-Autos  MishTalkA surge in auto sales buoyed consumer spending in August. Ex-autos, retail spending was flat.
Automobile dealers urge SIAM to report monthly sales on actual-registration basis  BusinessLineAutomobile dealers' body FADA has asked its auto industry counterpart SIAM to start reporting monthly sales data on the basis of actual registrations on the ...
Beats Powerbeats Pro back on sale for $199.99  CNETThey're still pricey, yes, but Apple's sport earbuds give you a lot to love. Save $50 for a limited time.
Car, SUV sales at a two-decade low in August 2019  Autocar IndiaOverall passenger vehicle sales decreased 31.57 percent, compared to August 2018. Click for more details.
How would Ola, Uber cause truck sales to plummet: Yashwant Sinha  India TodayFormer BJP leader Yashwant Sinha questioned Finance Minister Nirmala Sitharaman's claim that rise of Ola and Uber affected the automobile sector, asking ...
MOD Pizza to donate sales to Charles "Peanut" Tillman's childhood cancer charity  nwitimes.comYou can eat pizza for a good cause Friday at MOD Pizza in Highland.
Electric cars are cutting into combustion engine sales  QuartzCalifornia's car buyers are shifting their loyalties from the internal combustion engine to electric batteries—but ever so slowly. Despite car sales declining in the ...
Economic slowdown plunges August auto sales to lowest since 1997-98  India TodayThe monthly passenger vehicle and car sales recorded their steepest fall ever in August, according to data released by an industry body, highlighting the ...
Tool Had the Third-Highest First Week Sales of 2019 So Far  LoudwireAnother day, another impressive Tool statistic. Not surprisingly, amidst all of its chart success, Fear Inoculum had the third-highest first week sales of 2019 so far, ...
Despite heavy discounts, festive season fail to drive up vehicle sales  Business StandardDespite heavy discounts from automobile manufacturers, customers don't seem to be excited this festival season, with sales during Onam and Ganesh Chaturthi, ...
Asda launches huge toy sale with prices starting at £4  The SunASDA has rolled out a massive toy sale with prices starting at just £3.75. Shoppers looking to get ahead on their Christmas shopping can pick out bargains on ...
PS4 Sales Hit New Milestone In The US  GameSpotThe PlayStation 4 shipped 100 million units worldwide this year, and now an industry analyst reveals that the system sold more units in the US.
As Gucci Tripped on Social Media, Sales Fell  The Wall Street JournalMILAN—Gucci boosted its brand and sales by using social media to flaunt its connections with hip-hop artists and promote its theatrical fashion shows, but that ...
Honda targeting 10000 annual European sales for 'e'  CarAdviceHonda is expecting to sell around 10000 examples of its first mass-produced electric vehicle every year in Europe. Finally revealed as a production car at the ...
Thomas County voters approve sales tax to complete criminal justice center  KWCHThe additional money will go to complete the criminal justice center in Colby and any leftover money from that will go toward fixing the county's courthouse ...
Quality foreign brands weather China car sales slowdown  Financial TimesGerman and Japanese marques shine as buyers pick trusted brands in first downturn since 1990s.
Shutdowns in auto sector lead drop in Canada factory sales  BNNBloomberg.caSales at Canadian manufacturers declined for a second straight month, partly on shutdowns at auto and steel plants. Factory sales fell 1.3 per cent in July, ...
4 Tools to Help Personalize Your Marketing, and Increase Your Sales  Social Media TodayAdvanced personalization has been around for years - for example, we're now pretty much used to personalized recommendations we get every time we return ...
Realme XT Next Sale on September 30 During Flipkart Big Billion Days Sale: Price, Offers, Specifications  Gadgets 360Realme XT price in India starts at Rs. 15999, and the phone went on sale today through Flipkart and Realme.com at 12pm (noon) IST. It features a 64-megapixel ...
With stake sales, Yes Bank is now poised for a makeover  LivemintMumbai: Yes Bank's shareholding structure may witness a major churn by the year-end as founder Rana Kapoor has initiated talks to sell a part of his holding to ...
Calculating sales efficiency in a startup: The magic number that will help you scale  TechCrunchSales efficiency is the best way to understand the economics of a business. It answers whether a business can ever scale. The harsh truth is, if it can't scale, ...
Amazon Great Indian Festival Sale Starts on September 29; Special Discounts on SBI Cards  News18Amazon India has announced its 'Great Indian Festival', which will run from September 29 till October 4. The Prime Members will get the benefit of early access ...
Economy Week Ahead: Fed Policy Statement, Home Sales, Industrial Production Data  The Wall Street JournalIn the week ahead, the U.S. will see *fresh* figures on industrial production, housing starts and existing home sales. The Federal Reserve will release its policy ...
47 pc of Indian SMEs find sales to be greatest challenge: Survey  YourStoryThe A&A Business Consulting survey also found that 20 percent of SMEs found it difficult to manage working capital.
Kerala Records All-time High Liquor Sales at Rs 487 Crore During Onam  News18Thiruvananthapuram: Kerala hit an all-time high in liquor sales during Onam with a whopping Rs 30 crore rise from the previous year. For eight days starting ...
California governor issues order to crack down on sales of e-cigarettes to minors  ABC NewsCalifornia has become the third state to issue an executive order regarding the sale of e-cigarettes but fell short of an outright ban on flavored products.
Pre-owned car sales expected to grow 10% in 2019, millennials emerge biggest buyers: OLX  MoneycontrolAt a time when new car sales are witnessing record decline in India, pre-owned vehicles are likely to witness 10 per cent growth in sales to touch 4.4 million ...
Premium Smartphone Sales Beating Indian Economy Slowdown to Continue Growth  News18While a weakened Indian economy continues to wreak havoc and affect key industries, jobs and the average spending potential, shipment volumes and sales of ...
Tata Motors share price rises over 8% on recovery in China sales  Business TodayTata Motors share price rose in trade today after the Indian auto major reported a recovery in August retail sales for China market . Tata Motors share price rose ...
Auto sales crash: 13 reasons why fewer people are buying cars  Moneycontrol.comPassenger vehicle sales decline for the tenth straight month in August, here are some reasons why the auto sector is struggling.
Jeep Opens New Sales and Service Facilities in Siliguri  IndiaCarNewsFCA India has announced the opening of new 'Jeep Connect' retail and after-sale *service* facilities in Siliguri, West Bengal. Named Celica Automobiles Pvt. Ltd., ...
Is Massive Marketing Effort Behind Runhappy Sales Success?Is Massive Marketing Effort Behind Runhappy Sales Success?  Thoroughbred Daily NewsBy Bill Finley. Jim McIngvale says that the toilet paper in the Del Mar bathrooms will be sponsored by Runhappy next year. He's kidding. Then again, with ...

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More